Posts Tagged ‘PERSUASION (Psychology)’

Successfully persuading others to take particular actions is an essential skill in both business and in daily life. In The Small BIG, Steve J. Martin, Noah J. Goldstein, and Robert B. Cialdini identify over 50 small ways to influence people in effective, yet ethical, ways.

In The Small BIG, Steve J. Martin, Noah J. Goldstein, and Robert B. Cialdini share proven techniques to influence people based on Cialdini’s six principles of persuasion:

1. Reciprocity: Individuals feel a duty to return favors that are done for them.

2. Authority: People rely on experts to demonstrate the correct ways to do things.

3. Scarcity: When resources are hard to find, people tend to want them more.

4. Liking: The more likeable people are, the more others will want to say “yes” to them.

5. Consistency: Individuals typically strive to act in ways that are consistent with their commitments and values.

6. Social proof: People turn to others’ actions as they look for ways to guide their own behaviors.

With these principles in mind, researchers have found that small changes in both the workplace and daily life can generate big results. In the business world, small changes can have positive effects for marketing, managing teams, and negotiating. Small changes can also help people interview more effectively, make personal improvements, and encourage others to keep their commitments. In the public policy and non-profit arenas, small changes can influence citizens and donors to behave in desirable ways.